Lead Solutions Engineer: Driving Growth and Innovation Across Japan
As a Lead Solutions Engineer, your primary responsibility is to lead the development and implementation of cutting-edge digital experience solutions that drive growth for Acquia. This role will bridge the gap between business strategy and technical architecture, focusing on winning new logos while also expanding and cross-selling across the Acquia Digital Experience Platform (DXP).
Key Responsibilities
- New Logo Acquisition: Collaborate with Account Executives and channel partners to identify and secure new logos across Japan. Ensure that each opportunity is aligned with the business goals and offers a clear path to revenue growth.
- Cross-Sell & Expansion: Identify and implement cross-sell and expansion opportunities within strategic accounts, mapping the Acquia DXP portfolio to each client's future-state digital roadmap. This role is critical in demonstrating the tangible value of solutions to both technical and business stakeholders.
- Business Value Alignment: Translate solutions into clear, quantifiable business outcomes and ROI for both technical and business stakeholders. This involves working closely with partners to ensure a seamless customer experience and to provide insights that help shape positioning and priorities.
- Technical Discovery & Presentation: Lead the technical discovery, design, and presentation of solutions tailored to each customer's context and business priorities. This role requires a deep understanding of modern web architectures and how DXP is deployed on major public clouds.
- Custom Proofs & Competitive Positioning: Design and execute impactful custom demonstrations and PoCs that clearly illustrate the business value of the Acquia platform. This includes positioning Acquia against key competitors and positioning the platform as uniquely valuable.
Solutions Architecture & Governance
- Technical Discovery & Design: Lead the technical discovery, design, and presentation of DXP solutions tailored to each customer's context and business priorities.
- Custom PoCs: Design and execute impactful custom demonstrations and PoCs that clearly illustrate the business value of the Acquia platform.
- Competitive Positioning: Position Acquia against key competitors through strong discovery and a clear point of view on fit, reinforcing Acquia's unique value.
Partner Enablement & Market Presence
- Partner Enablement: Enable partners at the pre-sales layer by coaching their teams to position and present Acquia products confidently in their own pitches, both one-to-one and at events.
- Market Presence: Represent Acquia at industry events, webinars, and community gatherings, proactively creating opportunities and visibility across the Japan market.
- Product Feedback Loop: Serve as a feedback loop to Acquia's Product and Engineering teams, synthesizing insights from the Japan market to help shape positioning and priorities.
Skills and Qualifications
Required
- Experience: Proven experience in a Solutions Engineering, Sales Engineering, or pre-sales role, or a strong, deeply technical Account Executive ready to operate in a Solutions Engineering capacity. What matters most is the ability to understand a customer's business and translate it into the right solution.
- DXP Expertise: Experience selling or pre-selling an enterprise CMS / DXP, or a comparable SaaS platform — vendor-agnostic. Strong understanding of CMS, personalization, and modern digital experience concepts (Drupal a plus, not a requirement).
- Technical Foundation: Solid working knowledge of modern web architectures and how DXP / web applications are deployed on a major public cloud (AWS, Azure, or GCP), including APIs and security fundamentals.
- Partner & Channel: Proven ability to work with and through partners / channel to source and win business — central to this role, as nearly all new-logo ACV in Japan is partner-sourced.
- Communication: Strong presentation and demonstration skills, with the ability to lead both the technical and the business conversation with customers and partners.
- Language: Native-level Japanese and business-level English — leading customer and partner discussions in Japanese (including written RFP / PoC work) and collaborating with a UK / EMEA-based team in English.
- Ways of Working: A self-starter who works with autonomy as the dedicated Solutions Engineering presence for the region, acting on sound judgment while maintaining
